Articles Published on SalesExcellence.com

Articles Featured in Industry Publications

Socialagendamedia.com
One of the biggest challenges for marketing is creating cooperative teamwork between marketing and other departments, especially in the traditionally uneasy partnership with Sales. Read now

EyesOnSales.com
Is your current sales prospect in your current pipeline “moving” or “stopped”? It’s really easy to tell the difference. Take a look at your day planner, or personal digital assistant (PDA), or whatever you use to schedule appointments. Read now

Washington Business Journal – bizjournals.com/washington
Why do some application software projects fail? Did you know that the business applications software market is a $70 billion industry? If you’re in the process of selecting or implementing an enterprise software solution for your company, you probably don’t need to be reminded of that. Read now

Why Choose Sales Excellence?

Leading companies the world over choose Sales Excellence to develop and empower their sales teams for several specific reasons:

Customer Results

"Your ideas and materials not only make sense, but they work. The time you spent with us to refine our executive presentation has enabled us to gain access and sell a seven-figure engagement to the CEO of one of the largest foods manufacturers in the world."

-Roxanne Leap

Executive Vice President

Information Resources, Inc.

"Stinnett’s tools and techniques for opportunity management are among the most highly evolved and pragmatic I have seen. These concepts and materials should be adopted by any sales organization that is serious about improving the predictability of their sales results."

-George Fischer

SVP and GM, Americas’ Sales

CA, Inc. (Computer Associates)

Every day I use some portion of your program to remind my sales team to think beyond our own sales process and start thinking about our customer’s buying process.

-Mike Hoffman

Vice President of Western Sales

MRV Communications

"The half-day workshop you did for us at our recent sales meeting was exactly what our sales team needed."

-Tony Schehtman

Vice President, Sales

DataCore Software

"We had no idea how important Sales Excellence would become to us, or that your Power Prospecting workshop would become one of our most highly rated courses."

-Helen Hoedt

Sales Competency Centre

EDS University

"Thank you for being so easy to work with and keeping the sessions engaging and interactive. The sales meeting was a real success."

-Theresa Dear

Vice President of Human Resources

Verizon Avenue

"After reading Think Like Your Customer I implemented the methodology for selling to executives on a worldwide basis."

-Mike Harrington

Vice President, European Operations

Waters Corporation

"Working with Sales Excellence, we saw improvements in key metrics such as average deal size, length of sales cycle, and win-rate."

-Jenny Champeau

Vice President of Sales

CXtec

"I learned more about selling to executives in your one-day program than in all the other sales courses I have ever attended combined."

-Mary Lou Demers

Senior Vice President

Information Resources, Inc.

"You lived up to the high expectations set by the person who recommended you. You made me look very good in front of my boss, which is always a good thing."

-Paul N. DeStephano

Vice President, Sales

Aveva Engineering IT

"You kept me interested and you have reminded me of several great ideas that I intend to weave back into my daily sales routine."

-Bud Betts

Sr. Account Manager

Bentley Systems, Inc.

"This method represents a major shift in the way many sales professionals think about the job of selling."

-Neil Isford

Vice President, Software

IBM Asia Pacific

“Starting with customer's needs and wants, rather than what you sell, is key to sales success. Bill provides the insight to deliver real business value to your customers.”

-Bill McDermott

President and CEO

SAP Americas

“Starting with customer’s needs and wants, rather than what you sell, is key to sales success. Bill provides the insight to deliver real business value to your customers.”